From Good to Great - Three Tips to Being a Great Salesperson Article Word Count: 688 [View Summary] Comments (0) |
1. Consistency/persistence. Be your own lottery. The harder you work the luckier you get!
A few weeks ago I stood in line to buy a lottery ticket. The other folks in line socialized, and joked with each other. It was obvious they'd known one another from past weeks, months, maybe even years of standing in line to buy a lottery ticket.
These lottery hopefuls believe in the power of consistency and persistence. They wouldn't dream of missing their chance at winning and, like clockwork, show up to buy their chance at a better life. They have the right idea but they are in the wrong line.
Sure, once in awhile you meet a smooth talker who has drifted along getting rewarded for little effort but most of the time, this is short lived success. Successful people may make their efforts look easy, but they are often the ones waking up earlier, worker harder, and getting home later.
Herein lies the secret to greater success, work harder. Make your own luck. Stand in the right line.
Sure, once in awhile you meet someone who has drifted along getting rewarded for little effort but most of the time, this is short lived success. Successful people may make their efforts look easy, but they are often the one's waking up earlier, worker harder, and getting home later.
2. Selling Multiples to one customer...Love the one you're with.
Whether you are selling insurance or credit card processing equipment you often have an opportunity to sell multiple products to the same person. My sales friend has been in the top ten sales nationally for eight years.
He claims the secret to his success is selling multiple products to the same person.
Over and again, he tells his team "If the customer signs up for one product, he already loves you, so try to sell him more products. Don't worry about being late to your next appointment. The next guy may not buy or might not even be home when you arrive. If you are sitting with a new customer, one you've just sold, take the time to ask for more. Love the one you're with."
3. Customer Service. Treat every customer as though they are your mother, then throw in a lagniappe (lan-yap).
Customers hate salespeople who pretend they care, make the sale, then disappear when it comes to customer service. They feel suckered by the salesperson's slippery sincerity. These suckered customers readily tell their friends about the "slimy salesperson" because everyone detests money grubbing insincerity.
My sales friend often has customers call him at home. He is always kind and attentive to his customer's needs. Although he has had many customers over the years, he will ask them questions in order to connect them with his memory. "You're the one who carves clocks or you're the people with the long curvy driveway!" The customers are so pleased and relieved that he remembers them.
I recall hearing him deal with one customer recently. It wasn't an emergency but the customer has concerns about his policy. My friend carefully noted the issues his customer was having. My friend then called the mother company with the customer's concerns. Within an hour he called the customer back with a solution to the dilemma.
The customer was thrilled. The issue wasn't critical but my friend gave his customer a little lagniappe by serving him promptly.
Lagniappe (lan-yap) is a lovely Creole term that means "a little gift or bonus" and denotes a lovely Louisiana custom of the southern storekeeper throwing in a little extra bonus gift for his customer at the time of purchase.
Great customer service is as important as great sales because it proves your integrity not only as a salesperson but also as a human being.
Treat every customer with the respect, concern, and promptness you would want your own mother to receive, and then throw in a little lagniappe. Remember, you don't need a storefront to have a business. You are a business owner and these are your customers. Giving them great customer service and throwing in lagniappe just makes sense.
A few weeks ago I stood in line to buy a lottery ticket. The other folks in line socialized, and joked with each other. It was obvious they'd known one another from past weeks, months, maybe even years of standing in line to buy a lottery ticket.
These lottery hopefuls believe in the power of consistency and persistence. They wouldn't dream of missing their chance at winning and, like clockwork, show up to buy their chance at a better life. They have the right idea but they are in the wrong line.
Sure, once in awhile you meet a smooth talker who has drifted along getting rewarded for little effort but most of the time, this is short lived success. Successful people may make their efforts look easy, but they are often the ones waking up earlier, worker harder, and getting home later.
Herein lies the secret to greater success, work harder. Make your own luck. Stand in the right line.
Sure, once in awhile you meet someone who has drifted along getting rewarded for little effort but most of the time, this is short lived success. Successful people may make their efforts look easy, but they are often the one's waking up earlier, worker harder, and getting home later.
2. Selling Multiples to one customer...Love the one you're with.
Whether you are selling insurance or credit card processing equipment you often have an opportunity to sell multiple products to the same person. My sales friend has been in the top ten sales nationally for eight years.
He claims the secret to his success is selling multiple products to the same person.
Over and again, he tells his team "If the customer signs up for one product, he already loves you, so try to sell him more products. Don't worry about being late to your next appointment. The next guy may not buy or might not even be home when you arrive. If you are sitting with a new customer, one you've just sold, take the time to ask for more. Love the one you're with."
3. Customer Service. Treat every customer as though they are your mother, then throw in a lagniappe (lan-yap).
Customers hate salespeople who pretend they care, make the sale, then disappear when it comes to customer service. They feel suckered by the salesperson's slippery sincerity. These suckered customers readily tell their friends about the "slimy salesperson" because everyone detests money grubbing insincerity.
My sales friend often has customers call him at home. He is always kind and attentive to his customer's needs. Although he has had many customers over the years, he will ask them questions in order to connect them with his memory. "You're the one who carves clocks or you're the people with the long curvy driveway!" The customers are so pleased and relieved that he remembers them.
I recall hearing him deal with one customer recently. It wasn't an emergency but the customer has concerns about his policy. My friend carefully noted the issues his customer was having. My friend then called the mother company with the customer's concerns. Within an hour he called the customer back with a solution to the dilemma.
The customer was thrilled. The issue wasn't critical but my friend gave his customer a little lagniappe by serving him promptly.
Lagniappe (lan-yap) is a lovely Creole term that means "a little gift or bonus" and denotes a lovely Louisiana custom of the southern storekeeper throwing in a little extra bonus gift for his customer at the time of purchase.
Great customer service is as important as great sales because it proves your integrity not only as a salesperson but also as a human being.
Treat every customer with the respect, concern, and promptness you would want your own mother to receive, and then throw in a little lagniappe. Remember, you don't need a storefront to have a business. You are a business owner and these are your customers. Giving them great customer service and throwing in lagniappe just makes sense.
Amy Dee Kristensen, The Truth Fairy... is a humorist and motivational speaker. Learn more about motivational humorist speaking at AmyDeeKris.com!
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